Accomplished Business Development, Strategic Alliance, and Sales Professional
Talent for identifying, developing, and closing new business deals
Skilled with high value technology products and services
Achieved success with 3rd party partners
RESOURCES GLOBAL PROFESSIONALS, Costa Mesa, CA 2005- 2007
An International Professional Services firm that originated within Deloitte and Touche to provide seasoned professionals for internal projects in Accounting and Finance, Internal Audit, Information Management, and other related functional areas - www.resourcesglobal.com
Director of Client Service – Boston, MA – Build relationships with potential clients, identify and scope their needs for professional services, provide appropriate resource(s) to meet the needs of the project. Responsible for interviewing and selection of Associates, management of client engagements, annual reviews of Associates, accounts receivables, and contract negotiations. Reported to the Managing Director and managed between 8-10 Associates.
- Hired to focus on the Information Management (IM) Practice. We grew the business by 5x in the first year ( $600k to $3M run rate) IM Revenues grew to 25% of the Boston Practice, above the national average of 22%.
- Achieved revenue growth with new clients like Gillette which generated $800k in IM revenue for an SAP Global Consolidations project related to the P&G Merger.
- Also grew revenue with new divisions of existing clients like the Global Relationship Management group of Wellington Management Company which generated $400k in IM revenue for development of new Fixed Income Reporting Tools and a re-design of their entire Web Presence.
- Required to shift focus to Accounting and Finance (AF) after some office transition and found success by capturing a new client in Broadcast Television to assist with a nation wide consolidation of business operations. This opportunity generated an additional $200k in AF revenues for the firm.
- Have decided to move on to an opportunity better suited to my interest and experience in technology companies.
SILICON GRAPHICS INC. (SGI), Mountain View, CA 1997-2005
A world leader in High Performance Computing and Visualization Systems, Data Storage, and Professional Services – SGI provides advanced high performance technologies to scientists and engineers in a wide variety of disciplines and industries on a global basis. www.sgi.com
Business Development Manager, Higher Education & Research – Hampton, NH 2003-2005
Promoted to this role after signing and then managing SGI’s first exclusive nationwide reseller partner for Higher Education and Research. Responsible for Interfacing between University Client Executives, SGI Executives and Engineers, and Federal R&D Funding Agencies to drive revenue growth through technology commercialization, technical collaboration, and grant funding initiatives.
- Key player in capture of an Economic Development Project generating $5.2 M in revenue in year 1 and $4 M in year 2. The project involved The University of Lafayette and the Lafayette Economic Development Authority (Client). The purpose was to drive economic development through Industry Collaboration. Responsible for working with the client CEO to understand their objectives and to craft a custom proposal to meet those objectives. Worked with the Account Team, the business partner President, and SGI Management to write the winning proposal.
- The lead Business Development Manager on a complex 3-way strategic alliance between a start-up called Interactive Supercomputing (from MIT), SGI, and the Federal Government. We generated $1.2 M in immediate revenue and created a pipeline based on the new technology Star-P to be rolled out later. (Over $5M)
- Responsible for federal instrumentation grant programs which generated $2.5 M in revenues. Programs included MRI from the NSF and the NIH, and DURIP from the DoD.
- Recognized by SGI’s CEO at the 2005 annual meeting for my role supporting the capture of a $12 M Contract from NCSA for a next generation supercomputing infrastructure with funding from the NSF.
Strategic Partner Manager, Waltham, MA – 2000-2003
Promoted to this role after closing a significant deal involving Genuity Solutions Inc… Responsible for Partner identification, Business Justification, Business Model Development, Business and Financial Risk Analysis, Developing Executive Sponsorship, Contract Negotiation, and Partner Revenue Generation.
- Primary architect of the Genuity deal structure and the primary negotiator. The partnership involved the hosting of High Performance Computers to enable the formation of ASP businesses for running scientific and engineering codes online. We drove $8M in revenue in the first 18 months. Achieved CEO level signoff in both companies to close.
- Primary negotiator of the contract for our first ever Nationwide Reseller for the Higher Education and Research business unit. Developed a close working relationship with the President of the partner firm and was successful in closing a contract. Together we generated a 40% increase in revenues in the first year to $20 M and a 75% increase in the second year to $35 M.
Account Manager, Austin, TX & Hudson, MA – 1997-2000
Recruited by SGI to penetrate the State of Texas Government, a brand new territory. Later relocated to the Hudson, MA office in 1999 to focus on Higher Education and Commercial Accounts in New England. Moved back home to be closer to family.
- Achieved Presidents Club 2 out of 3 years. Generated $7 M in sales for a 308% of quota resulting in promotion.
- Accomplished a number of firsts for the company beginning with our first major penetration into the State Government of Texas with a $1.5 M deal to the Comptroller’s Office. I persuaded Intelligent Technologies (ITC), which had a solution for Medicaid Fraud Detection, to let us port their code to our platform. I then persuaded Electronic Data Systems (EDS) that our platform, coupled with ITC, would give them the best opportunity to win the business. EDS selected SGI over a Sun Microsystems and together, the team won the business.
- In the Higher Education market I formed a teaming relationship with Excalibur Software on a solution for Texas A&M University. Together with professional services we built the statement of work and negotiated the terms and conditions of SGI’s first ever turn key project for a Digital Library solution. The value of the deal was $1.2 M in Product and Services revenue. We were selected over IBM for this business.
- After relocating to the Hudson MA office, I teamed with another sales rep to capture another first by closing a deal with the CEO of Exa Corporation and Genuity Solutions Inc to build the first ever internet based ASP for Computational Fluid Dynamics on the Web. The deal generated $2.4 M in product and service revenue.
FORE SYSTEMS, Pittsburgh, PA 1995-1997
A leader in Enterprise and Carrier Class ATM Technology
Account Manager, Austin, TX
Recruited to build a new territory calling on Commercial, Federal State and Local Government, and Higher Education Accounts in Austin, San Antonio, and South Texas.
- Captured their first ever DSL trial with Southwestern Bell Research located in Austin for a trial in Houston.
CABLETRON SYSTEMS, Rochester, NH – 1992-1995
A leader in Enterprise Networking Equipment and Network Management Software
Sales Representative, Austin, TX - 1993-1995
Responsible for new and existing account sales in State and Local Government, Higher Education, and Commercial Accounts in Austin, San Antonio, and South Texas.
- Achieved $12 M Quota by building a strong relationship with the company’s most successful channel partner. Together we converted a number of major state agencies from the Synoptics to Cabletron.
Inside Sales Representative, Rochester, NH - 1992-1993
Responsible for new account sales in State and Local Government, Higher Education, and Commercial Accounts in Austin, Houston, San Antonio, and South Texas.
- Drove the team that won a $5 Million Deal with Texaco resulting in a promotion to outside sales in just 8 months.
Education
BA, Political Science, University of New Hampshire, 1993 |
